Who you are:
Located in Calgary, Alberta, you are a career sales professional and a true hunter - someone who wakes up thinking about pipeline, gets energy from the chase, and isnāt satisfied until the deal is signed. Highly ambitious and competitive, you have a demonstrated track record of personally closing six- and seven-figure deals with senior marketing, brand, and executive stakeholders. You build your own pipeline rather than waiting for leads to arrive, and you hold yourself accountable for one number above all else: new revenue in the door. You have ābeen there and done thatā - and owning the new-business engine for a growing agency is the next step in your career advancement.
Who we are:
CULT is an ambitious, growing agency headquartered in Calgary, Alberta. We believe great businesses are built by great people who care deeply about their clients, their teammates, and the quality of their work, and weāve built a team that values ownership, curiosity, creativity, humility, and execution. We are scaling, and new client revenue is the fuel - this role exists to make sure that fuel supply never runs dry. To meet this growth, we are looking for a full-time Head of Revenue & New Client Acquisition who will report directly to the CRO. Once a deal is signed, it transitions to our Client Development teams for onboarding and long-term growth; your job is to make sure thereās always another deal behind it.
Primary Duties and Responsibilities:
- New business development (100% hunting) - this is not a farming, account management, or delivery role
- Deliver $2M in net new revenue per year, backed by a pipeline built and maintained at a minimum 7:1 coverage ratio
- Partner with the CRO and marketing to formalize CULT’s annual revenue plan and go-to-market strategy
- Translate the plan into target verticals, ideal client profiles, and priority accounts
- Personally prospect and generate new opportunities with target clients and decision-makers
- Build relationships with senior marketing, brand, and executive stakeholders
- Qualify opportunities against CULT’s ideal client profile - and keep a full, healthy pipeline at all times
- Lead consultative sales conversations from first contact through signed contract
- Develop compelling proposals, positioning, and pricing in collaboration with internal teams
- Negotiate commercial terms and drive contracts to signature
- Personally lead and close CULT’s highest-value and highest-priority new business opportunities
- Report on pipeline health, forecast accuracy, and revenue attainment to the CRO
- Deliver a clear, well-documented handoff to the Client Development team once a deal is signed - your job ends at the signature, and starts again with the next opportunity
Competencies - You have a proven track record of competency in the following:
- Taking responsibility for your own successes and failures
- Setting and exceeding aggressive new revenue targets
- Being highly effective at new business development (prospecting)
- Qualifying opportunities and overcoming objections
- Assessing situations and effectively solving problems in complex, multi-stakeholder sales
Results - You have proven that you can:
- Personally close six- and seven-figure deals
- Proactively prospect to generate business from net new clients
- Build and manage a large, active sales forecast and pipeline without losing focus on the close
- Get to the decision-makers in an account
- Deliver against a defined annual revenue target with direct accountability to a CRO
- Hand off signed clients cleanly so onboarding starts with full context and momentum
Intangibles - You are committed to being:
- Competitive, relentless, and target-driven
- A self-starter who builds pipeline rather than relying on inbound
- Personable and collaborative with internal teams and leadership
- A hard worker with a strong work ethic
- Exceptional at time management and prioritizing a full pipeline
Skills - You are skilled at:
- Prospecting for new business face to face and via technology
- Consultative, value-proposition-based selling
- Uncovering client pain points and understanding their issues and challenges
- Developing compelling proposals, positioning, and pricing
- Negotiating commercial terms and driving contracts to signature
- CRM systems and disciplined pipeline management
Performance - You have in the past:
- Held roles such as Head of Sales / VP of Sales, Head of New Business, Business Development Director, Agency New Business Lead, or Enterprise Sales Leader
- Built or improved a new-business function or sales process
- Sold to senior marketing, brand, or executive stakeholders
- Negotiated and closed complex contracts
- Maintained pipeline coverage well ahead of target and forecasted with accuracy
Front of the Line - If you have the experience:
- 7+ years in B2B sales, agency new business, or enterprise sales
- A track record of personally closing six- and seven-figure deals
- Experience selling agency, marketing, or professional services to senior marketing and brand leaders
Education:
MBA, Bachelor degree or diploma in business, marketing, or a related field is an asset.
Travel:
Position requires occasional travel for client pursuits, pitches, and industry events.
Compensation:
Competitive base salary plus uncapped, performance-based commission on new revenue closed, commensurate with experience and overall fit. The harder you hunt, the more you earn - the opportunity is yours for the taking!
